The world of buyers and sellers has changed — vendor CEOs enter 2012 with growth strategies that favor deeper relationships with customers and that push sales to do more cross-selling at higher levels. In this new world, however, buyers are telling us there is a gap. Of the executive buyers Forrester surveyed, a mere 13% believe that a typical salesperson can demonstrate an understanding of their business issues and articulate how to solve them. Enter the VP of "broken things": the leader who is helping shape an emerging discipline into a strategic function: sales enablement.
During a webinar this coming Wednesday February 15th, I will share Forrester's latest insight into:
- What is the state of the gap today between what buyers expect and what sales is communicating?
- What successful frameworks and approaches are sales enablement leaders using in 2012?
- How can you engage with Forrester and your peers to advance your company's sales enablement practices and elevate your own role?
Webinar attendees will also receive an exclusive discount off an event ticket to Forrester's Technology Sales Enablement Forum 2012 in San Francisco!
I hope you will join. Thanks, Brad